Client description: Provider of broadband access and media distribution technologies.

Practice area: Market Research and Analysis

Geographic scope: U.S., Canada, Germany and Brazil

Industries involved: Telecommunication Operators

Services applied:Market opportunity study, Voice of the Customer, Concept testing

Business challenge: The client developed a next-generation energy storage solution based on a hybrid supercapacitor and lithium-ion system. While the technology offered significant performance and lifecycle advantages, its upfront cost was approximately five times higher than traditional lead-acid backup power systems. The client needed to assess customer reaction, perceived value, and purchase intent to inform product development and commercialization strategies.

Methodologies: Primary research by conducting 38 in-depth company interviews (IDIs) with Multiple System Operator (MSO) serving more than 10,000 subscribers. The interviews explored the current use of current use of backup power systems in telecom infrastructure, with a focus on Outside Plant (OSP) and Inside Plant (ISP) network power backup applications.

The result: The study evaluated the appeal and likelihood of adoption of the client’s hybrid energy storage solution and identified priority market opportunities, highlighting distinct application segments, key adoption drivers, and critical technical requirements influencing purchasing decisions.